Probing Questions

Data dumping or Feature dumping doesn’t answer the question we have discussed so many times, WIIFM (What’s In It For Me). Without the WIIFM answered the value of the product isn’t established. It doesn’t matter if you are selling bowling balls or gold bars, the customer needs to know how owning the product will affect them positively.

I have to give credit for this post to one of the trainers who had a big impact on my career. Lorin made it clear in his training that we needed to find out how our customers worked and about their industry. I know that I have been guilty on sales calls of being too excited about my own product. I don’t mean to say that it’s bad to know your product so well and how it will positively impact your prospect, but you can get in trouble by giving too much irrelevant information.

Customers do love to buy. They just need a compelling reason to do so. You have to find out what makes that prospect tick. Be sure to ask the right probing questions. Make sure that you find out where their true need is and how your product can fill that void. If you do that correctly, your customers will open their wallets.